by Customer Service | Sep 23, 2023 | Sales Training
Referral Psychology The Best Marketing Method Every business owner likes referrals. Why? Because they are the easiest, cheapest, most effective form of marketing. The most difficult challenge in sales is cold-calling. The best way to cold-call is not to cold-call....
by Customer Service | Sep 23, 2023 | Sales Training
Failure Modes Here is a list of some common reasons reps fail: No Real Commitment. Just visiting, on “vacation” from present job. All Talk. No walk, bravado and bragging with no delivery. Blame Game. Always “their” fault, excuses for every event. Life is Unfair. So?...
by Customer Service | Sep 23, 2023 | Sales Training
Pipeline The diagram above illustrates this concept. What makes the phenomenon insidious is the “lag time,” This is like the time between when a car pulls out from nowhere across your path while you are going 50 mph and the time when you t-bone it. Or the time between...
by Customer Service | Sep 23, 2023 | Sales Training
Aggressive Job ads for sales often call for an “aggressive” rep. Many reps are proud to be known as an “aggressive” closer. What does this mean? Aggressive 1. characterized by or tending toward unprovoked offensives, attacks, invasions, or the like; militantly forward...
by Customer Service | Sep 23, 2023 | Sales Training
Embracing Conflict Conflict A state of open, often prolonged fighting; a battle or war. A state of disharmony between incompatible or antithetical persons, ideas, or interests; a clash. Psychology A psychic struggle, often unconscious, resulting from the opposition or...
by Customer Service | Sep 23, 2023 | Sales Training
Are You Nice? Many reps confuse social behaviors with sales behaviors. Prospects are not your friends. They are busy people that you probably interrupted by your call. They would appreciate your being businesslike – stating why you are calling, saying what you have to...
